The index that appeared in the print version of this title was intentionally removed from the eBook. Please use the search function on your eReading device to search for terms of interest. For your reference, the terms that appear in the print index are listed below.
acceptance, human need for
action, call to
advertising
affiliation in
and association
music in
and scarcity
social validation in
word choice in
advice, asking for
affiliation
affirmative answers
airlines
contrast in announcements on
flight attendants’ behavior on
inflection in pilots’ voices on
online ticket sales for
wording of announcements on
allure, creating
American Airlines
amiable audience
amiable personalities
amusement parks
amygdala, role in decision making
analogies
analytical personalities
anchoring
anger
anxiety
apathy, of bystanders
appearance, similarity theory and
applause, social validation and
aromas
Arrowood, A. S.
articulation
assertive audience
Association, Law of
in advertising and marketing
affiliation and
anchoring and
backfires with
case study of
using
association triggers
assumptions, expectations and
athletes, visualization for
atmosphere, creating
attacks, defending against
attention
color for capturing
and effective listening
maintaining
attention-grabbing words
attitude, similarity theory and
attorneys, see lawyers
attractiveness
connectivity and
contrast and
definition of
scarcity and
scent and
audiences
hostile
involvement of
logic vs. emotion in
meta programs for understanding of
monitoring acceptance level of
neutral/indifferent
response to similarity by
role-playing to connect with
skillful persuasion of
supportive
uninformed
using humor to disarm
visualization by
auditory sensory style
automobile dealers, see car dealers
Avila, R.
babies, in advertising
bake sales
Balance, Law of
backfires with
case study of
definition of
emotion in
evidence and
logic in
mood and
using
Bandler, Richard
Barbee, Ruth, on parental authority
Batson, Daniel
“because,” as persuasive word
beer commercials
beggars, eye contact and
behavior, expectations of others and
beliefs, separation of
benchmarks, contrast and
Benn, Daryl
betting
binds
Black Friday, scarcity and
Blanck, Peter
Blank, A.
blood drives
and DITF technique
and presupposition
and social validation
body language
booster shots
boredom, counteracting with speech
bosses/managers
brain, see human brain
bribery, gifts perceived as
Broken Window Theory
Buffett, Warren, on price vs. value
Burgoon, M.
“but,”
buyer’s remorse
bystander apathy
cable shopping networks
caffeine, attention and
calendars, as promotional items
call to action
car dealers
contrast principle used by
involvement used by
obligation used by
presupposition used by
scent used by
Carnegie, Andrew
Carnegie, Dale
on getting people to do things
on logic vs. emotion
casinos
caskets
change, creating/motivating
Chanowitz, B.
charisma
Chevy Nova
choice(s)
offering
as roadblock to persuasion
and value
church collection plates
Cinnabon
claques
cliques
closing skills
clothing, attractiveness and
clubs
coercion
coffee, color of
cognition
cognitive dissonance
Coke
collection plates, church
color triggers
commands
embedded
by managers
commitment(s)
and dissonance
and foot-in-the-door technique
to managers by employees
Committee on Food Habits
Comparison Effect
compelling evidence
complex words
compliance
compliments, see also praise
comprehension of persuasive messages
concessions
conformity
Conger, Jay, on persuasion in modern business environment
Conklin, Bob, on reactions to situations
Connectivity, Law of
attraction and
backfires with
case study of
definition of
people skills and
rapport and
conscious mind
Contrast, Law of
backfires with
case study of
comparison effect and
definition of
Just Noticeable Difference and
and types of contrast
using
control
convenience stores
cooperation
Coors
Covey, Stephen, on involvement
credibility
credit card companies
cross-cultural advertising
customers, touching of
Dairy Association
Darley, John
deadlines
decisions
and contrast
and dissonance
embedded commands and
emotion and logic in
expectations in
to reduce worry
scarcity and
deep voices
deindividuation
delivery (prepersuasion element)
demand, creating
Demasio, Antonio, on thinking vs. feeling
denial
department stores
and involvement
music in
and scarcity
design (prepersuasion element)
desperation, as motivator
detergent
diet ads
Dillard, J.
Disabled American Veterans
discovery (prepersuasion element)
Dissonance, Law of
backfires with
case study of
cognitive dissonance and
creating action with
definition of
foot-in-the-door technique and
psychological alignment and
using
dogs
door-in-the-face (DITF) technique
double-speak
downloading of files
Drucker, Peter, on measurement
drugs
and “get-what-you-pay-for” expectation
wording of commercials
eBay
ego
elections
attractiveness of candidates in
bias and dissonance in
Electrolux
embedded commands
Emerson, Ralph Waldo, on eyes’ role in communication
emotion(s)
anger as
and balance
fear as
logic vs.
and subconscious triggers
worry as
emotional audience type
emotional triggers, words as
energy audits
energy level, matching of
environment, expectations and
Esteem, Law of
backfires with
case study of
definition of
egos and
praise and
and responding to others
self-esteem and
evidence
examples, as form of evidence
Expectations, Law of
assumptions and
backfires with
and behavior/expectations of others
case study of
definition of
embedded commands and
expectations of your environment in
get-what-you-pay-for expectation in
goal setting and
placebo effect and
presupposition and
time-related expectations in
extroverts
eye contact
and rapport
as sales technique
at sample tables
facial creams, color of
familiarity
families, decision making in
fear
feelings, decision making and
Feinberg, Richard
Fern, E.
Festinger, Leon
file downloads
fillers, vocal
FITD (foot-in-the-door)
Five P’s of success
flattery
flight attendants
food
and affiliation
color triggers in
to create sense of obligation
foot-in-the-door (FITD)
Ford, Henry
on preparation
on thinking
foreign languages
Fortune 500 companies
fragrances
“free,” as attention-grabbing word
freedom, restricted
Fry, Haden
fund-raising organizations
funeral caskets
gambling
Genovese, Catherine, murder of
George II, King
Georgia
Getty Oil
“get-what-you-pay-for” expectation
gifts, to create sense of obligation
Gladwell, Malcolm
global advertising
goal setting
gold, as symbol
Good Samaritan experiment
government, verbal packaging by
graffiti
Greenburg, M. S.
Grinder, John
grocery stores
involvement as sales tool in
music in
sample tables in
Gunn, David
gyms, music in
Habitat for Humanity
Halloween, deindividuation on
Halo Effect
handshaking
hands-on experience
Hansen, Kirk
happiness
Head Start
hearing
Hershey, Pennsylvania
Hershey’s Chocolate Company
Hierarchy of Persuasion
Hill, Napoleon, on persuasion
Holmes, Oliver Wendell, on exposure to new ideas
Hornik, Jacob
hostile audiences
human brain
and contrast
effects of dissonance on
see also subconscious mind; subconscious triggers
human contact
humor
Hunter, J.
IBS (irritable bowel syndrome)
images
affiliation and
esteem and
language to create
implicit priming
incentives
income, of persuader
indecision, worry and
indifferent audiences
inflated egos
inflection, of speech
infomercials
ingratiation
Inkster, J. A.
inoculation
inspiration, as motivator
Internet
introductory deals
introverts
intuition, anger and
Involvement, Law of
atmosphere and
attention and
backfires with
case study of
definition of
and engaging the senses
participation and
questioning and
storytelling and
irritable bowel syndrome (IBS)
J. Edgar Thompson Steel Works
James, William, on human need for appreciation
jingles
JND (Just Noticeable Difference)
job interviews
Jones Beach, New York
Jung, Carl
attorneys’ inoculation of
bias favoring attractive defendants by
effect of judges’ tone of voice on
lawyers’ eye contact with
reenactments’ influence on
and scarce/secret information
similarity theory and
tone of voice of judge as influence on
Zeigarnik effect on
Just Noticeable Difference (JND)
Kajima Corporation
Kelley, Harold
Kelling, George
Key West, Florida
kinesthetic sensory style
Kinnick Stadium (Iowa)
Knox, R. E.
labor negotiations
Langer, E.
language, see also Verbal Packaging, Law of
Las Vegas, Nevada
laugh tracks
laundry detergent
lawyers
eye contact by
jury inoculation by
and mirroring
reenactments by
and scarce/secret information
and Zeigarnik effect
leading questions
Ledoux, Joseph
“let’s,” as persuasive word
Lewin, Kurt
life insurance
listening skills
littering
Loftus, Elizabeth
logic
logical audience type
loss, potential
loudness, of voice
Mackie, D. M., on media messages
malls
managers/bosses
marketing
affiliation in
and background of CEOs
embedded commands in
social validation in
word choice in
matching and mirroring
McDonald’s
measurement, expectations and
medicine
Mehrabian, Albert
mental alignment, protecting
mental preparation
meta programs
mirroring and matching
modification of beliefs
Monkey Business Illusion
Monroe, K.
mood
morality, similarity theory and
motivation
movement
mugs, as promotional items
music
negative moods
negotiation
concessions in
and contrast
DITF technique for
mirroring in
and obligation
and preparation
questioning during
neurolinguistic programming (NLP)
neutral audiences
Newcomb, T.
New Year’s resolutions, dissonance and
New York City
New York Times
New York Transit Authority
nightclubs
NLP (neurolinguistic programming)
nonverbal behaviors
numbers
and priming of brain
word choice in presenting
objections, handling of
Obligation, Law of
applying
backfires with
case study of
definition of
and door-in-the-face (DITF) technique
giving gifts and
marketing and
odors
Oglethorpe, James
O’Keefe, D. J.
olfactory system, see also smells
Olympic Games
open-ended questions
Orange County, California, water crisis
Overstreet, Harry, on “yes” responses
pace, of speech
Palo Alto, California
parental expectations
participation, increasing
passion (Five P’s of Success element)
patriotism
pauses
Pennsylvania Railroad
Pennzoil Oil
pens, as promotional items
people skills
Pepitone, A.
Pepsi
perception, contrast and
personal development (Five P’s of Success element)
personal expectations
personality types
and balance
and influence
persuasion
and adaptation
changes in
commitment and
common mistakes with
and Five P’s of Success
importance of
long-term results of
positive uses of
power of
and psychological alignment
and scarcity
and subconscious decision making
subconscious triggers of
and success in current environment
techniques of
and “The Sun and the Wind” fable
in workplace
Persuasion Laws of
neutrality of
and the subconscious
see also specific laws, e.g.: Association, Law of
Persuasion Journey
Persuasion Pitfall
Peter Principle
pets, in White House
pet stores
pharmaceutical commercials
phobias
physical movement
pills, color of
pilots, vocal inflection by
pink color
pitch of voice
pitfalls, persuasion
placebo effect
Plato
political candidates, attractiveness of
positional power
positive moods
Post-it® Notes
power
power of persuasion
power of suggestion
power of “yes,”
Power Persuaders
and association triggers
and balance
challenges faced by
and contrast
and dissonance
employability of
flexibility of
maintaining audience’s attention by
mirroring by
objection handling by
and offering choices to prospects
painting pictures with words by
and “personal programming,”
and persuasion triggers
questioning by
search for similarities by
understanding of dominant senses by
praise
Pratkanis, Anthony, on scarcity
pregiving, see also Obligation, Law of
preparation
Prepersuasion Checklist
calls to action on
creating and motivating change on
importance of
inoculation on
listening skills on
meta programs on
monitoring acceptance level on
for presentations
presence (Five P’s of Success element)
presentations, persuasive
presuppositions
price
increases in
temporary reductions in
value vs.
priming, implicit
prisons
cliques in
color in
expectations created by environment in
profanity
psyche (Five P’s of Success element)
psychological reactance
public speaking, eye contact in
puppies, in advertising
“Quantities Limited” sales ploy
questions
with affirmative answers
and effective listening
to increase involvement
rapport
body language and
definition of
eye contact and
humor and
mirroring/matching and
smiling and
storytelling and
touching and
rate of speech
rationalization
real estate sales
aromas and
and scarcity
setup properties and
visualization and
reasoning
reciprocal concessions
reciprocity, see also Obligation, Law of
recognition, human need for
red color
reframing
Regan, Dennis
retail, see stores
Robert, Cavett, on actions of others as persuasion
Rohn, Jim
on power of emotion-laden words
on urgency and desire
role-playing, to increase involvement
Romeo and Juliet, relationship of
Roosevelt, Theodore, on connectivity
Roselli, F., on media messages
Rosenthal, A. M.
sales
as background of CEOs
expectations in
foot-in-the-door technique for
and psychological alignment
and scarcity
salespeople
attractiveness of
mirroring by
positive expectations of
praising customers by
touching of customers by
word use by
samples, free
Scarcity, Law of
backfires with
case study of
definition of
desirability of scarce resources and
in marketing
threat of potential loss and
using
schools
searching, to reduce dissonance
self-confidence
self-esteem
self-fulfilling prophecies
self-perception theory, see also foot-in-the-door (FITD)
self-persuasion
senses, engaging
separation of beliefs, to reduce dissonance
sequential request(s), see also foot-in-the-door (FITD)
setup properties
Shaw, George Bernard, on indifference
shopping malls
sight
silence
similarity theory
simple words
Sinatra, Frank
situation, contrast and
Skelly, J. J., on media messages
smells
smiling
smoking cessation
social cues
social labeling
social media
social norms
social responsibility model
Social Validation, Law of
backfires with
case study of
credibility and
definition of
group behavior and
in marketing
and negative aspects of social validation
power of groups and
using
in workplace
software packaging
solutions, offering
Spalding, John H., on power of expectations
specialty advertising
speech, rate of
Spence, Gerry, on using vivid language
sponsorships
sports
and color triggers
ego challenges in
visualization in
Staehle, J. C.
Starbucks
statistics
stores
aromas in
atmosphere in
and contrast
foot-in-the-door technique in
and involvement
music in
salesperson engagement in
scarcity as sales tool in
storytelling
structure of presentations
subconscious mind
embedded commands and
emotion and
subconscious triggers
association and
in casinos
food and
obligation and
scarcity and
Sugarman, Joseph
suggestion, power of
“The Sun and the Wind” (fable)
Sunset Pier (Key West, Florida)
supermarkets
supportive audiences
“sweetening the pot,”
symbols
and association
words as
takeaway close
teachers
bias toward attractive children by
ego challenges by
expectations of
technical language
television
temporary price reductions
testimony
Texaco Oil Company
thefts
Thompson, J. Edgar
3M Company
three D’s
time
and contrast
and scarcity
and structure of presentation
time management, persuasion as
time-related expectations
tipping
touching
Tracy, Brian, on importance of reading
translations of advertising slogans
triggers, see specific triggers, e.g.: subconscious triggers
Triggers (Joseph Sugarman)
Truman, Harry, on methods of persuasion
Trump, Donald, on art of persuasion
trust
and commitment
and ease of persuasion
lack of
mirroring and
rapport and
and stories
T-shirts, as promotional items
Twain, Mark
on compliments
on importance of word choice
12 Laws of Persuasion, see Persuasion Laws of
uninformed audiences
validation, see Social Validation, Law of
value
variety, in speech
Verbal Packaging, Law of
backfires with
case study of
definition of
language usage and
power of words and
vocal techniques and
verb-driven language
Victoria’s Secret
visualization
for goal setting
as participation technique
word choice for
visual sensory style
vivid language
vocal fillers
vocal techniques
voice
matching of
tone of
volume of
waiters
Walker, L.
water shortages
weasel words
White House, pets in
Williams, M.
Windex
wine, cost of
words, see Verbal Packaging, Law of
World War II
worry
writing, putting presuppositions in
yellow color
“yes,” power of
Younger, J. C.
Zeigarnik, Bluma
Zeigarnik effect
Zimbado, Philip